Question 1

Relationship marketing is an inferior concept to transaction marketing.

Accepted Answer

A) True 
 B)False

Question 2

The stage of the selling process where the sales representative is MOST likely to tell the product's "value story" is known as:

Accepted Answer

A)  the follow- up. 
B)  the approach. 
C)  the pre- approach. 
D)  the presentation. 
E)  all of the above 
A)  the follow- up. 
B)  the approach. 
C)  the pre- approach. 
D)  the presentation. 
E)  all of the above

Question 3

As part of developing a sales promotion programme, a marketing manager must do all of the following EXCEPT:

Accepted Answer

A)  pretest the programme. 
B)  set the conditions for participation. 
C)  set the total sales promotion budget. 
D)  decide on the timing of the promotion. 
E)  determine the duration of the promotion. 
A)  pretest the programme. 
B)  set the conditions for participation. 
C)  set the total sales promotion budget. 
D)  decide on the timing of the promotion. 
E)  determine the duration of the promotion.

Question 4

To reduce the demands on their outside sales force, many companies have increased the size of inside salesforce, which includes technical support, sales assistants and:

Accepted Answer

A)  marketing research assistants. 
B)  public relations professionals. 
C)  sales managers. 
D)  telemarketers. 
E)  all of the above 
A)  marketing research assistants. 
B)  public relations professionals. 
C)  sales managers. 
D)  telemarketers. 
E)  all of the above

Question 5

Advertising specialities are goods offered free or for a greatly reduced price as an incentive to buy a product.

Accepted Answer

A) True 
 B)False

Question 6

Closing is one of the most difficult steps in the selling process because salespersons often lack confidence in asking for the order.

Accepted Answer

A) True 
 B)False

Question 7

According to your text, free samples are primarily designed to:

Accepted Answer

A)  build brand image. 
B)  overcome problems such as product defects. 
C)  cause repeat purchase. 
D)  give immediacy and encourage purchase. 
E)  all of the above 
A)  build brand image. 
B)  overcome problems such as product defects. 
C)  cause repeat purchase. 
D)  give immediacy and encourage purchase. 
E)  all of the above

Question 8

Jim Peters has just completed a sales call. While the event is still fresh in his mind, Jim should create a work plan to guide his actions in future contacts with that customer.

Accepted Answer

A) True 
 B)False

Question 9

During his sales presentation, Billy notices that the client starts to ask specific questions such as "Does it come in a green colour?" and "How long before you can deliver it?" Billy should be aware that the selling process is moving towards the _________ stage.

Accepted Answer

A)  approach 
B)  closing 
C)  handling objections 
D)  follow- up 
E)  none of the above 
A)  approach 
B)  closing 
C)  handling objections 
D)  follow- up 
E)  none of the above

Question 10

Under a territorial salesforce structure, each salesperson is given an exclusive territory in which to sell the company's full line.

Accepted Answer

A) True 
 B)False

Question 11

Because of their numerous tasks and responsibilities, it is not uncommon for sales representatives to spend as little as 10 per cent of their time face- to- face with customers.

Accepted Answer

A) True 
 B)False

Question 12

Industrial marketers also use promotions to gain awareness for new products, or to increase penetration of a particular industry by increasing business leads for their salesforce.

Accepted Answer

A) True 
 B)False

Question 13

After Gian graduated with a marketing degree, he found work in a sales department responsible for selling computers and technical computing solutions. Gian's duties include preparing sales materials such as powerpoint presentations for sales representatives to use, confirming appointments, following up on deliveries and generally supporting the sales effort. Gian's role would be BEST described as a(n):

Accepted Answer

A)  marketing assistant. 
B)  technical assistant. 
C)  sales assistant. 
D)  telemarketer. 
E)  inside sales representative. 
A)  marketing assistant. 
B)  technical assistant. 
C)  sales assistant. 
D)  telemarketer. 
E)  inside sales representative.

Question 14

Which of the following is NOT one of the pitfalls of a team- selling approach?

Accepted Answer

A)  Salespeople who are accustomed to servicing clients may have difficulty learning to share this responsibility. 
B)  Clients who are used to a single salesperson may feel overwhelmed by multiple salespersons. 
C)  Salespeople are by nature competitive and respond to rewards for individual effort. 
D)  Sales managers may experience difficulties evaluating the relative contributions of salespeople. 
E)  The company is likely to find that the cost of servicing a client increases. 
A)  Salespeople who are accustomed to servicing clients may have difficulty learning to share this responsibility. 
B)  Clients who are used to a single salesperson may feel overwhelmed by multiple salespersons. 
C)  Salespeople are by nature competitive and respond to rewards for individual effort. 
D)  Sales managers may experience difficulties evaluating the relative contributions of salespeople. 
E)  The company is likely to find that the cost of servicing a client increases.

Question 15

The approach step in the selling process is designed to help the salesperson know as much about the client as possible.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is NOT a disadvantage of a product salesforce structure?

Accepted Answer

A)  extra selling costs involved with multiple sales visits from separate divisions 
B)  attention given to individual products 
C)  salespeople may wait to see the same customer's purchasing agents 
D)  increase customer delivery time 
E)  B and C 
A)  extra selling costs involved with multiple sales visits from separate divisions 
B)  attention given to individual products 
C)  salespeople may wait to see the same customer's purchasing agents 
D)  increase customer delivery time 
E)  B and C

Question 17

Successful salespeople identify qualified potential customers in the preapproach step of the selling process.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following sources of information are typically used to evaluate a salesperson's performance?

Accepted Answer

A)  annual territory marketing plans 
B)  work plans 
C)  observation 
D)  call reports 
E)  all of the above 
A)  annual territory marketing plans 
B)  work plans 
C)  observation 
D)  call reports 
E)  all of the above

Question 19

Which of the following statements partially explains the rapid growth of sales promotions?

Accepted Answer

A)  Companies face more competition from competing product categories and brands. 
B)  Consumers have become more price- oriented. 
C)  The trade is demanding more deals from manufacturers. 
D)  Top management now views sales promotions as effective sales tools. 
E)  All of the above reasons help explain the rapid growth of sales promotions. 
A)  Companies face more competition from competing product categories and brands. 
B)  Consumers have become more price- oriented. 
C)  The trade is demanding more deals from manufacturers. 
D)  Top management now views sales promotions as effective sales tools. 
E)  All of the above reasons help explain the rapid growth of sales promotions.

Question 20

When Colgate- Palmolive wrap four bars of Palmolive soap together and offer it at price slightly less than if the bars were purchased separately, the offer is termed a:

Accepted Answer

A)  cents- off promotion. 
B)  self- liquidating offer. 
C)  price pack. 
D)  multi- pack. 
E)  none of the above 
A)  cents- off promotion. 
B)  self- liquidating offer. 
C)  price pack. 
D)  multi- pack. 
E)  none of the above

Relationship marketing is an inferior concept to transaction marketing.

The stage of the selling process where the sales representative is MOST likely to tell the product's "value story" is known as:

As part of developing a sales promotion programme, a marketing manager must do all of the following EXCEPT:

To reduce the demands on their outside sales force, many companies have increased the size of inside salesforce, which includes technical support, sales assistants and:

Advertising specialities are goods offered free or for a greatly reduced price as an incentive to buy a product.

Closing is one of the most difficult steps in the selling process because salespersons often lack confidence in asking for the order.

According to your text, free samples are primarily designed to:

Jim Peters has just completed a sales call. While the event is still fresh in his mind, Jim should create a work plan to guide his actions in future contacts with that customer.

During his sales presentation, Billy notices that the client starts to ask specific questions such as "Does it come in a green colour?" and "How long before you can deliver it?" Billy should be aware that the selling process is moving towards the _________ stage.

Under a territorial salesforce structure, each salesperson is given an exclusive territory in which to sell the company's full line.

Because of their numerous tasks and responsibilities, it is not uncommon for sales representatives to spend as little as 10 per cent of their time face- to- face with customers.

Industrial marketers also use promotions to gain awareness for new products, or to increase penetration of a particular industry by increasing business leads for their salesforce.

Which of the following is NOT one of the pitfalls of a team- selling approach?

The approach step in the selling process is designed to help the salesperson know as much about the client as possible.

Which of the following is NOT a disadvantage of a product salesforce structure?

Successful salespeople identify qualified potential customers in the preapproach step of the selling process.

Which of the following sources of information are typically used to evaluate a salesperson's performance?

Which of the following statements partially explains the rapid growth of sales promotions?

When Colgate- Palmolive wrap four bars of Palmolive soap together and offer it at price slightly less than if the bars were purchased separately, the offer is termed a:

Marketing: Creating Superior Customer Value

Marketing: Delivering and Capturing Value

Strategic Planning and Marketing

Marketing Strategies for Competitive Advantage

The Global Marketing Environment

Information Management and Marketing Research

Consumer Behaviour

Business-To-Business Behaviour

Market Segmentation, Targeting and Positioning

Products and Services Marketing

New Products

Pricing for Value

Marketing Channels and Logistics Networks

Retailing and Wholesaling

Advertising and Public Relations

Direct and Online Marketing

Tapping Into Markets Across the Globe

Responsible Marketing

Filters

Exam 16: Sales Promotion and Selling

Relationship marketing is an inferior concept to transaction marketing.

The stage of the selling process where the sales representative is MOST likely to tell the product's "value story" is known as:

As part of developing a sales promotion programme, a marketing manager must do all of the following EXCEPT:

To reduce the demands on their outside sales force, many companies have increased the size of inside salesforce, which includes technical support, sales assistants and:

Advertising specialities are goods offered free or for a greatly reduced price as an incentive to buy a product.

Closing is one of the most difficult steps in the selling process because salespersons often lack confidence in asking for the order.

According to your text, free samples are primarily designed to:

Jim Peters has just completed a sales call. While the event is still fresh in his mind, Jim should create a work plan to guide his actions in future contacts with that customer.

During his sales presentation, Billy notices that the client starts to ask specific questions such as "Does it come in a green colour?" and "How long before you can deliver it?" Billy should be aware that the selling process is moving towards the _________ stage.

Under a territorial salesforce structure, each salesperson is given an exclusive territory in which to sell the company's full line.

Because of their numerous tasks and responsibilities, it is not uncommon for sales representatives to spend as little as 10 per cent of their time face- to- face with customers.

Industrial marketers also use promotions to gain awareness for new products, or to increase penetration of a particular industry by increasing business leads for their salesforce.

Which of the following is NOT one of the pitfalls of a team- selling approach?

The approach step in the selling process is designed to help the salesperson know as much about the client as possible.

Which of the following is NOT a disadvantage of a product salesforce structure?

Successful salespeople identify qualified potential customers in the preapproach step of the selling process.

Which of the following sources of information are typically used to evaluate a salesperson's performance?

Which of the following statements partially explains the rapid growth of sales promotions?

When Colgate- Palmolive wrap four bars of Palmolive soap together and offer it at price slightly less than if the bars were purchased separately, the offer is termed a:

Marketing: Creating Superior Customer Value

Marketing: Delivering and Capturing Value

Strategic Planning and Marketing

Marketing Strategies for Competitive Advantage

The Global Marketing Environment

Information Management and Marketing Research

Consumer Behaviour

Business-To-Business Behaviour

Market Segmentation, Targeting and Positioning

Products and Services Marketing

New Products

Pricing for Value

Marketing Channels and Logistics Networks

Retailing and Wholesaling

Advertising and Public Relations

Direct and Online Marketing

Tapping Into Markets Across the Globe

Responsible Marketing

Filters